Michael Curran

Michael Curran sought more context on the drivers of Via's consistent growth profile, the visibility into its 2026 guidance, the timing of pipeline conversion to bookings and revenue, and the overall durability of its growth.

Answer

Clara Fain, CFO, explained that Via has over 95% visibility into its next 12 months' revenue guidance due to long-term, multi-year contracts with committed budgets, with most revenue coming from already live or contracted deals. She noted that the pipeline, which increased over 50% year-over-year, serves as a leading indicator for 2027 demand, with an average conversion time of 9-10 months from opportunity to close, primarily impacting the second half of 2026. Fain affirmed that the durability of growth depends on executing on this pipeline with existing win rates.

Michael Curran asked for more context on Via's record pipeline, the consistent growth profile expected for the year, revenue visibility, and the timing of pipeline conversion to bookings and revenue to understand the durability of growth.

Answer

Clara Fain, CFO, explained that Via's model of long-term, multi-year contracts provides over 95% revenue visibility for the next 12 months, with most revenue coming from existing deals. She noted that the 50%+ increase in pipeline is a strong leading indicator for 2027 demand, with an average 9-10 month conversion cycle from opportunity to close.